Creating emotions via B2C websites

Jones, Marilyn Y.; Spence, Mark T.; Vallaster, Christine

doi:10.1016/j.bushor.2008.03.009

Cited by 20 publications

(27 citation statements)

References 36 publications

(25 reference statements)

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“…Schwarz [61] states that the emotions of everyday life affect the decision making process and vice versa. In a business context, interactivity and social interaction are, among others, key characteristics causing special emotions [37].…”

Section: Brick-and-mortar and Online Store Selection Criteriamentioning

confidence: 99%

“…Furthermore, they state that "looking for product information on the Internet is the most important predictor of online buying behavior" (p. [35][36][37][38]. As far as the context of VWs is concerned, Vrechopoulos et al [78] sought to measure the predicting power of online activity related determinants (e.g., perceived usefulness, perceived ease of use and entertainment, time spent within the store, promotional sales and impulse purchases)…”

Section:  Hypothesis 32: Walking Around and Visiting Places In A VImentioning

confidence: 99%

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Store selection criteria and sales prediction in virtual worlds

Krasonikolakis

Vrechopoulos

Pouloudi

2014

Information & Management

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Virtual worlds (VWs) have emerged as a new context for gaming, collaboration, social networking but also commercial activity. This paper focuses on the latter, and investigates how consumers behave in this virtual context when selecting stores they visit or buy from. The paper explores store selection criteria in virtual world stores and extends earlier research in both offline and online commercial environments, taking into account the novel IT capabilities that VWs exploit. Theoretical insights drawn from the marketing and information systems literature have been used to guide the design of a survey conducted in the virtual world Second Life. In addition to identifying the factors influencing store selection, the paper investigates how these differ between shoppers and non-shoppers, and identifies the factors that affect the amount of money spent in virtual world shopping environments. The findings suggest that ''Core Store Features'' and ''Security and Privacy'' constitute the most important store selection factors in virtual environments and that sales in VWs are predicted by the frequency of visiting and the time spent within VWs' stores. Virtual world dynamics and motivation for the studyA Virtual World (VW) is defined as a "computer-simulated three-dimensional (3D) environment" [11, p.525]. Virtual Worlds have been developed since the last decade, exploiting the available information and Internet technology capabilities, attracting increasing numbers of users. Some of these worlds can be accessed through a web browser, while others require downloading and using specialized software. The origin of VWs is considered to be both social networking and gaming [52]. Some VWs started as games and consequently adopted new services, capabilities and even their own virtual currency. The variety of activities and possibilities depends on each VW's orientation (e.g., education, socialization, entertainment, commerce, etc). Several VWs develop and grow dynamically through their inhabitants' (i.e., users') actions.Users in a VW interact [45] with others through their "avatar", "a representation of the user as an animated character in virtual worlds" [47, p.17], and engage in numerous activities such as information sharing, talking with friends or finding new friends, playing games, creating new services, building virtual objects, buying and selling goods, and so on. They can communicate with others through synchronous text messages, voice chat, e-mails, or videoconferencing.Retailing activity also gained momentum in VWs, with users buying and selling virtual or real products [34]. Recent studies suggest that Virtual Commerce (V-Commerce) should be considered as a totally new and well promising retailing channel [27,28,78]. According to Kzero [41], the revenues in VWs reached $6 billion in 2012 and by 2018, VWs will have been one of the most important business platforms [35]. The overall consumer virtual reality market over the five year period of 2014 to 2018 will worth $16.2 bn, with an average compound ann...

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Section: Brick-and-mortar and Online Store Selection Criteriamentioning

confidence: 99%

Section:  Hypothesis 32: Walking Around and Visiting Places In A VImentioning

confidence: 99%

Store selection criteria and sales prediction in virtual worlds

Krasonikolakis

Vrechopoulos

Pouloudi

2014

Information & Management

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“…Jones et al (2008) suggest that triggering positive emotions online could benefit a brand through increased loyalty, trust and ultimately market share. In a similar line, Menon and Kahn (2002), Petz and Hogg (2011), Lim et al (2008) suggest that the experience of affective states online (both positive and negative) has a significant impact on online consumer behavior.…”

Section: Affective Statesmentioning

confidence: 99%

“…Researchers have also examined the role of positive and negative affective states within the Internet retail channel (e.g., Jones et al, 2008;Menon and Kahn, 2002;Petz and Hogg, 2011). Jones et al (2008) suggest that triggering positive emotions online could benefit a brand through increased loyalty, trust and ultimately market share.…”

Section: Affective Statesmentioning

confidence: 99%

“…Affective states may be drivers of online brand perceptions because (1) all channels/media are potentially emotive (Jones et al 2008) and not always in a positive manner; (2) research on isolated affective states (such as on insecurity or trust) shows that they are capable of affecting attitudes as well as behavior towards online brands (e.g., Lim et al, 2008);and (3) recent research on affective states suggests that various segments of internet users exist based on their affective states and that those discriminate on the basis of their perceptions towards online brands (Christodoulides et al, 2013). For example, one of the segments concerned, 'offline affectivists' are likely to hold negative perceptions towards online brands whilst 'online affectivists' are more likely to have positive online brand perceptions.…”

Section: Introductionmentioning

confidence: 99%

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The impact of comparative affective states on online brand perceptions: a five-country study

Siamagka

Christodoulides

Michaelidou

2015

International Marketing Review

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Purpose -The extant literature highlights the significant role of brand perceptions in buying behavior and brand equity. Despite the importance of brand perceptions and the proliferation of online brands, research in an online context is still scarce. The purpose of this paper is to address this gap by investigating the effect of positive and negative comparative affective states (online vs offline) on online brand perceptions. Consistent with existing evidence, highlighting the role of culture on brand perceptions and affective states, this research is conducted in a cross-national setting to identify the stability of the hypothesized relationships among countries. Design/methodology/approach -The study uses consumer survey data from five countries (UK, USA, Australia, Canada and China). After imposing metric and factor variance invariance, we used multi-group CFA to test the hypotheses regarding the impact of positive and negative comparative affective states on online brand perceptions across the five countries in the sample. Findings -The results show that positive comparative affective states have a significant and positive impact on online brand perceptions across the countries studied, although the impact size varies by country. The findings also show that negative comparative affective states, which are context-specific and not induced by any particular brand, have no effect on online brand perceptions across the country samples. Practical implications -Managers can use the findings reported in this research to inform their branding strategies. For instance, managers may focus on triggering feelings of comfort online as these lead to more favorable online brand perceptions rather than on supressing feelings of caution, as the latter do not directly impact online brand perceptions. Originality/value -The study builds on and extends the recent work of Christodoulides et al. (2013) by focussing on online brand perceptions and looking into the role of affective states in a cross-national setting.

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A Multimodal Measurement Method of Users’ Emotional Experiences Shopping Online

et al. 2014

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Emotions play an important role in the design of e-commerce websites. A website should satisfy its users' emotional needs. Emotion measurement is a prerequisite to understanding users' emotional needs; because emotions contain complicated components, they are difficulty to measure. To interpret users' emotional experiences while the users are interacting with e-commerce websites, we propose a multimodal measurement method conjoint using questionnaires, eye tracking, and physiological measures. The effects of various websites on users' emotions and the relationship between users' subjective emotional ratings, eye movements, and physiological responses, along with the effects of their emotions on behavior intentions, were analyzed. The results indicate that differences in users' emotional experiences while shopping on various e-commerce websites are primarily embodied in subjective emotional ratings and eye movements. There is a correlation between users' subjective emotional ratings, eye movements, and physiological responses, and to some extent, users' emotional experiences can affect their behavior intentions. C 2014 Wiley Periodicals, Inc.

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Creating emotions via B2C websites

Cited by 20 publications

References 36 publications

Store selection criteria and sales prediction in virtual worlds

Store selection criteria and sales prediction in virtual worlds

The impact of comparative affective states on online brand perceptions: a five-country study

A Multimodal Measurement Method of Users’ Emotional Experiences Shopping Online

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